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PERSPECTIVE

All The Difference

With each passing year, it seems we are faced with our
fair share of challenges. Every year we recruit Agents for
ош field force and we build our sales, we are faced with
the issue of topping our previous accomplishment. By
staying true to our founding principles, we have managed
to top ourselves at every turn in the road. Let's take a
look at our track record.

In March, we brought in a record $7.2 million; in April,
we cranked it up a notch bringing in $7.5 million. In
May, we amazed even ourselves by blowing our production
out of the water with $7.8 million dollars.

Well, July is no different. Yet again, we have managed to
top ourselves. We faced the challenge and our hard work

poem it speaks of a person faced with a decision. Ie starts
like this:
“Two roads diverged in a yellow wood,
And sorry I could not travel both
And be one traveler, long | stood."
To me this seems somewhat symbolic of what Mr.
Rapoport faced in 1951.
When AIL first got up-and-running, we too were
with a fork in the road. We had a choice to m.
take the path other insurance companies
we choose the one less traveled?
‘As with most of Robert Frost's poems, "The Road Not
Taken" starts with a dilemma

faced
Do we

aken, or do

paidoff with an $8.7 million
July. Our road, or rather our
journey, to this incredible
number has been long but it
has been worth it. Ir was
your efforts which made all
the difference!

Recently, 1 was thinking back
to grammar school and, in
particular, to literature class.
When I was in grade school,
literature elass was the one
class in which Г always got

EDITOR’S PAGE

Dates to Remember
Wednesday, Aug. 28, 2002
All business and PR. credits must be received in Waco
to count for August production.
Monday, Sept. 2, 2002
The Home Office will be closed for Labor Day
‘Thursday, Sept. 26, 2002
AIL business and PR. credits must be received in Waco
to count би September production.

Milestones
$100,000 In Force

The following Agents have $100,000 of in-force premium:

John Reinbott
John

David Tubbin

Getting It Right

In last months issue of Spotlight, Krissa Hensley was left off the PR. Bonus with a $525 bonus. Samuel James,

with а $14,258 in YTD First Year Agent production, $190,373 of Net ALP and a 96 percent Net to Gross, should have been.
included in last month's GA rankings. Also, Darrell Dorey with 313 groups, and Al Wall with 14,482 cards were missing as
Founder's Club members. We apologize for any inconvenience or confusion this may have caused.

A Note From B
Dear Brenda:

you how much I admire the work
T've indicated to you it might be
years makes.

In the March 1991 issue of Spo
of ALP. In May of this year, the,
percent difference. The number

Fat things fest — | want to ell you wha аеш it was to get to know you, and, once again, tell
ь light. Of all the ones we've discussed,
to » be apprised of what a difference 12

Personal Producer was $18,119
ed $24,430 of ALP. Almost a 74
luced $6,813, and the number 30

Published monthly by
American Income Life
Insurance Company
for the dissemination
of information to its
‘Agents: Permission
must be obtained prior
to reproduction or
other use of material

here

"The future belongs to people who see possibilities.
before they become obvious."

and ends in wisdom. It ends
like this:
factions “Taal beeing this with
a sig
Roger Smith Босна wgerénd
President & Chief pines
Marketing Officer of И
American Income Life hide seer i eaten
wood, and | —
1 took the one less
traveled by,
And that has made all
— Ted Levitt the difference.”
At American Income, we

caught daydreaming.
Ironically, as 1 look back, literature was the class, in a
matter of speaking, in which daydream believers we
celebrated. Although daydreaming, I did manage my

way through, and I even picked up a tidbit or two of.
literary knowledge.

One specific poem popped to mind, The poem is called
“The Road Not Taken" by Robert Frost, You may
remember Robert Frost is a four-time Pulitzer Prize winner
who became one of America's most prominent poets by
the time he died in 1963.

Anyway, back to the poem. The reason this particular
poem popped to mind is because at the beginning of the

decided to follow the road less traveled and offer insurance
to labor unions. We believed having a wellthought out
back-up plan would go a long way in protecting assets.
We also believed we were just the right company to
provide that back-up plan to the working families of
America. We did not look back and we found our niche.
Just as with Frost's poem, we started with a choice and are
continuing in the wisdom of that choice with over 50
years of success under our belts.

At American Income, we know that taking the road less
traveled has made all the difference for our customers, our
Producers and ust

2 SPOTLIGHT AUGUST 202 ж WWWAILIFECOM

in May 2002 produced $13,556 d make!

The top MGA in March 1991

number one MGA with $178,549 MARKETING
Brenda, 1 think these litle tid preatest sales pm
force. It means a great deal ! where you are маа el

Маге иннаа

= Grmic Axmir
Sincerely, ee Gun.
lrifintorchmikcor com.
Bernard Rapoport п

Thanks В, we all appreciate anything you have to share
— I know I do!

Look For The Asterisk

The asterisks, shown throughout the magazine, indicate that place will be a Year-to-Date award winner. The Producers, who will
be recognized at the 2003 Disney® Awards Presentation, are as follows: The top SGA from each category, the top two PR.
Managers and the top three Representatives from cach category, the top five МОА, the top ЗА, the top five GAs and rhe top ten
Individual Producers. Check your production! If chere В an asterisk by your position, you could be an award winner!

Required Retention Rate

Beginning Jan. 1, 2002, to be eligible for bonuses and featured in Spodight, top Producers must meet the required Retention rate,
or the minimum Net to Gross ratio*.

Net to Gross: 77 percent.
Retention: 64 percent
p
©2002 by American Income Life Insurance Company,
oes

SPOTLIGHT AUGUST 2000 » WWWAILIFECOM

PHILOSOPHY

Customers, Coworkers and Country

My dad was a salesman, and he was proud of it. He had
been many things in his life — a farm boy, a professional
boxer, a tailor, a small businessman even an infantry cap-
tain in World War 1 — but still he thought of himself as

a salesman.

During his lifetime, my father had also started two
national businesses. The first failed in 1931. The
second, founded in 1935, took off and flourished, He
helped small towns, small-town merchants, and local
Chambers of Commerce keep their heads above water
during the Depression.

Clients, coworkers, and country ought to be the primary
focus of any business entity, not stock manipulations,
golden parachutes for the top brass while workers get the
shaft, or secret offshore tax dodges! If you look at any
company on solid footing, you will see the management
concentrating on these three basics.

Enron's greatest sin was not only its neglect of investors,
but its betrayal of its own employees — the thousands of
honest folks who invested not just dollars but years into a
company which virtually vanished overnight.

This is why so many of us are proud — and lucky —

Returning from World War Il
in 1945, I bought an interest
in my dad's company to help
recruit and train salesmen.
Our entire field force.
consisted of about 44 men.

ІС

Each salesman was assigned to
a territory roughly equal to an
average state. Over the years,
we served approximately
80,000 individual merchants

what you do."
in almost 2,000 communities

FROM THE DESK OF:

House and AIL Consultant

“If you want people to listen, you have to have a
platform co speak from, and that is excellence in

to be associated with
пенса Income! From

its inception, the Company has
protected its reputation with the
policyholders, the workforce and
the country.

L will be 80 in December, and 1
am one of the luckiest guys on
earth because | still enjoy
working. However, I have a lot
of friends my age, some older
and many younger, who are

Jim Wright

Former Speaker of the

— Bill Pollard

across the country. Our whole
national operation was about the size of a successful SGA,
operation with American Income Life.

My father was primarily a self-educated man, and though
he never had a РЫ, 1 saw him as a philosopher because
his views on business far out-reached those of many mod-
епт day corporate moguls. He believed when it came to
business you, as a businessman, were deeply obligated to
three groups — clients, coworkers, and country.

He said, the clients are your lifeblood. The coworkers, ог
employees, are what keep the company running, and the

country is what allows you to prosper. So, as long as you

can guarantee these three groups would get their money's
worth, then the business would do fine!

comfortably retired because of
the years they spent with AIL.

American Income has understood its problems, worked
with organizations on important projects, and waived
premiums in moments of emergency. This, together
with a better-qualified sales force, accounts for АПА
improved persistency.

Any company worth working for cares what happens to
its employees and its customers. Mark and Roger are
acutely conscious that the Home Office exists for the
client and the field force, not the other way around!

SPOTLIGHT AUGUST 2002 » WWW.AILIFECOM

PROMOTIONS

Promoted To Supervising Agent

Derrick Alsup Femando Amorim Luke Bamhart
Rick Aig ‘Ai Shabak Mare Morton
Temessee North Си, ома

Jenny Campbell John Cordot. Charles Casper
Fick Aig Lary Geneser Ere свое
Tennessee Мао Мен Jersey

Doran Foster Arthur Garwacki Dean Goldstein
Tim Schroeder Hughes ако. Ere lione
Louisiana South Carolina New sersey
Jeremiah Jonson Kim Johnson Dennis Kelleher
Gary Вис Steve Frediander. lone вины
Wisconsin New Zend Massachusetts.
Joseph Larsen Rose Lige Lourence Marscheck
арау. Scot Smith Мас Zipper

Ontario [D [y

Joseph O'Connor “доп Parker Frank Passenti
Ere Gighone Kevin Ранок Ete бое

New Jersey Тва Мен еу

Louis Roce Rakesh Кейн Mark Ricci

Eric Gighone Giglone rise Ere Окото

New дате Massachusets Мен Jersey

George Seltzer Shamshinder Sidhu Daniel S

Rick Alig Rick Aig Giglone &rister
“Tennessee British Columbia Massachusetts
Jeremiah Vees Mary Waller Anthony Walthour
Ў GeneserBtman Scot Sith
сата nois пов

Promoted То General Agent

Ali АБ James Adkins Kevin Appasamy
Geneser Biman Hurst Kopp Rick Aig

швов Ananas “Sauhatehewan
William Calhoun Elizabeth Eden. Chad Finnerty
Bil Jennings Bil Jennings EL
Colorado Colorado Indiana

Jeremy Pius Jeffrey Prince William Richard
Tim Schroeder Dennis нег Larry Geneser
Louisiana Peonsyivania Missouri

Promoted To Master General Agent

Leandrew Alexander — Patrick Coughlin Christopher Cummings
ВИ Jennings ik Alig Giglone вине
Colorado Oregon Massachusetts

Nathan Hammond Sidney Hodgskies Ronald Nelson

‘Allan Jennings Fick Alig Rick tig

Albana. "ВА Columbia Washington:

SPOTLIGHT AUGUST 2002 в WWW.AILIFE.COM

Sara Beckly
Fick Aig
Minnesota

Brandi Coles
Ere Gglone

New Jersey
Ethridge Hayden
‘Hughes-Pareth
North Caroli.
Thomas Kelly
мас Zipper
Frida

Mark Matthews
Hancock Boles
Ohio

John Payne

Rick aig
Washington

Daniel Ricklefs
Geneseritman
"Minois.

Michael Stanford
Alan Jennings
Utah

Daryl Wilkens
Flick Aig
North Dakota

Kris Barron
Rick Aig

Loo Soucy
Rick Mansfield
Maine

Paul Воду
Erie gone

Now Jers
Койу Faulkner
Ротем
California

Edin Jammer
Kevin Pavlowsh
Texas

Matthew Kernan
Work Hancock
[^

Daniel Мисии
‘ke Jones

hie

Matthew Petty
мис orion

опо

Капков Roberts
Ere буот
Pennsyvania
Chandan Sur
Guy Roel

New Hampshire
Leon Willis
дибмнак

Norh Сив

Jones Boucher.
Ton vars

Florida

Donavan Locklear
‘A звони

Norh Caroli.
Tomas Thundiyil
Scott Sith

тов

Charles Decuir.
Nicholas Niiowsk
Louisiana

Carolyn Wittenlach.
Witenbach вто,
Masissipl

Dale Bruneski
Rick lig
вив Columbia
Bret Fels
Genosor Bim.
"Minois.
Lorcell Jennings
| бепевеъвител
nois.

Тампу Lamar.
Geneser Bins
nois
Craig Nuyara
Rick Allg

British Columbia
Elizabeth Phillis
David Cohen
California

Меган Rodrigues
Giglone-Bristr
Massachusetts
Horeih Tiwari
Giglona-Brister
Mossochuvets

‘Alan Calder
‘Joshua Chalom
‘Ontario

Bradford Nielsen
Alan Jennings
Utah

Joseph Diecedue
Nicholas Ником
Louisiana

INDIVIDUAL PRODUCERS

Burnaby, BC

Woodridge, IL

3, Mervyn Be

Burnaby, BC Fr. Lauderdale, FL

Ft, Lauderdale, FL. Woodridge, IL

Sioux Falls, SD

Albuquerque, NM

Altamonte Springs, FL

6 SPOTLIGHT AUGUST 2002 = WWWAILIFECOM

All Time Record to Beat

Name

Net ALP Year
$41,337 2001

. INDIVIDUAL PRODUCERS

MGA

1. Timothy Cruise
2. Bulbinder Hayer
3. Mervyn Ee

4. Roland Parker.
5. Elaina Bosco

6. Marlon Underwood
7. Kathryn Kite

8. Heather Baus

9. Russell Morris.
10. Derrick Larsen
11. Lance Brown

12. Ruben Soberanes
13. David Steur

14. Wesley Bangs
15. Clay-Nghia Nguyen
16. Alex Langford

17. Sergey Tovmenka.
18. Erik Pagtakhan

19. Andrew Rossberg
20. Tracy Haden

21. Scott Kangas

22. Kelly McDonald

23. Richard Rosa

24. Jeremy Baker.

25. Matthew Wolfanger
26. Peler Hamm

27. Xiang Li

28. Steven Douthit

29. Emily Daniels.

30. Jeff Hermes

31. David Wang

32. Allen Green.

33. Craig Nugara

34. Joseph Moore

35. Alex Roland

36. Jason Schlomann
37. Robert Terborg
38. Ви! Hadilaksono
39. Robert McClerren
40. Jason Lausar

41. Benson Kim

42. Haresh Tiwari

43. Connie Morse

44. Rakesh Rekhi

45, Brandi Coles

46. Bruce Davis

47. Kobina Sekyi

48. Dean Goldstein

49. Paul Vojtek

. Ted Poulos

Eric Nichols
Roger Fung
Russell Chang

William Cook
Marlon Underwood
Henry Moran
Errol Doerr

Kevin Frain
Darren Miller
Doreen Ryan-Foti
Don Goodwin
Wesley Bangs
Ronald VanWoesik
Volodymir Оегвууапуу
Vladimir Opra
Roger Johnson
Theodore Pappas

‘Wendell Bangs

Kevin Surles.
Vladimir Орга

Paul Rumbuc

David Hausman

Roger Fung

John Akers
Christopher Cummings
Don Goodwin

David Wang

Brian Traboulay
John McCreary

Jonathan Saluk
Melinda-Rae Lyse
David уе

DeMario Cooper

Matt Henderson

Don Wold

Melanie Cohen

Henry Moran
Christopher Cummings
Vita Pecoraro

Bruce Davis

David Hausman
Steven Lee
‘Melanie Cohen

SPOTLIGHT AUGUST 2002. » WWW.AILIFECOM

July Qualifiers

Scott Smith
Rick Altig
Rick Altig
Tom Williams
Tom Williams
Scot! Smith
Robert Patterson
Rick Altig

Mare Zipper
Rick Altig
Cohen-Hartman
Jatott-Foti

Kevin Pawlowski
Rick Altig

Vlad Basoy

Rick Altig

Larry Geneser
Jatofi-Foti
Richard Rutt
Kevin Pawlowski
Rick АМО
Jatott-Fot

Ed Orell

Larry Geneser
Durhon Oldham
Ейс Gigllone
Rick Altig

Chris Lafond
Giglione-Brister
Kevin Pawlowski
Scott Smith
Richard Rutt
Rick Altig
Furer-Whittinghil
Chris Lafond
Richard Rutt
Rick Altig

David Cohen
Geneser-Bitman
Mare Zipper
Rick Altig
Giglione-Brister.
Robert Patlerson
Giglione-Brister
Eric Giglione
Chris Lafond
Joseph Manone
Ейс Giglione
Altig-Martyn.
Giglione-Brister

2 Percentage of Net to Gross

INDIVIDUAL PRODUCERS

All Time Record to Beat

Net ALP
$242,696

Year
2000

YTD Qualifiers

Timothy Cruise

Name Net ALP | NG^ MGA SGA
* 1. Marlon Underwood $116,957 Marlon Underwood Scott Smith.
* 2. Timothy Cruise 112,486 Eric Nichols. Scott Smith
* 3. James Dattilo 100,448. James Dattilo Marc Zipper
* 4. Lance Brown. 97,133 Darren Miller Cohen-Hartman.
* 8. Kelly McDonald 87,883 Jatoft-Foti.
* 6. Ruben Soberanes. 86,543 Doreen Ryan-Foti Jatoft-Foti.
T s lj 86,391 Melinda-Rae Lyse. Rick Altig
* 8. Roland Parker 85,678 Tom Williams
* 9. Jefferson Moyers 85,506 78 Jefferson Moyers ‘Shahrak-Smolenski
*10. Jim Bianchi 84,246 82.1 Paul Rumbuc Durhon Oldham
11, Joey Kennedy 84,067 754 Gary Williams Rick Altig
12. David Wang 82,876 71.4 David Wang. Scott Smith
13. John Rice 82,754 721 Doreen Ryan-Foti Jatoft-Foti.
14. Kendra Roberts. 81,107 830 Robert Delesky Eric Giglione
15. Andrew Rossberg 79,601 806 Theodore Pappas Richard Rutt
16, Matthew Wolfanger 78,480 837 Paul Rumbuc Durhon Oldham
17. Joshua Robinson 77,462 72.9 Leslie Taylor Geneser-Bitman
18. Anita St. Arnaud 77,111 820 Christine Hartman Cohen-Hartman
19. DeMario Cooper 76,909 728 DeMario Cooper Geneser-Bitman
20, Ramin Maghsoud 76,847 812 Vlad Basov
?1, Jennifer Baron 76,556 82.4 ‘William Cook Tom Williams.
22, Keith Zabrocki 75,864 822 Bruce Hennick Marc Morton
23, Jeremy Baker 75,853 80 Vladimir Opra Larry Geneser
24, Julie Wells 75,190 746 Nickolay Gusev Май Basov
25, Joseph Moore 74,498 80.8 John McCreary Furer-Whittinghill
26, John Reinbott 74416 83.8 Leanne Hughes Eric Giglione
27. Harold McSweeny 73,705 662 Robert Patterson
28. Marcellus Adams 73,656 69.2 Marcellus Adams Allan Jennings
29. Jeff Hermes. 73,471 65.3 Don Goodwin Kevin Pawlowski
30, Marc Rosen 71,981 81.3 Marc Rosen Eric Giglione
31. Emmanuelle Fantoli 71,549 829 David Iriye David Cohen
32. Russell Morris. 71,428 96 Marc Zipper
33. Alex Roland 71,282 69.7 ChrisLafond
34. Clay-Nghia Nguyen TANT 73.3 Ronald VanWoesik Маа Basov
35. Leslie Taylor 70,906 728 Leslie Taylor Geneser-Bitman
36. Mark Віеіег 70,170 817 Gary Bleier
37. Joseph Ricci 69,422 765 Jeffrey Dinocento Eric Giglione
38. Guy Panno. 68,646 654 David Cohen
39. Joseph Schofield 68.490 653 Kevin Bukatman Eric Giglione
40. Moneesha Smith 68.283 776 Byron Watson Eric Giglione
41. Larry Wright 67,603 66.5 Robert Patterson
42. Steven Greer 67,583 86.8 Steven Greer Durhon Oldham
43. Allen Green 67,179 816 Richard Rutt
44. David Tubbin 66,950 70.8 ‘Wendell Bangs Rick Altig
45. Douglas Bauknecht 65,428 87.5 Gary Williams Rick Altig
46. Scott Remmey 65,036 788 Jeffrey Dinocento Eric Giglione
47. Peter Hamm 64,955 685 David Hausman Eric Giglione
48. Ryan Hungate 64,346 729 John McCreary Furer-Whittinghill
49. Mitchell Clem 63,663 826 Vlad Ваѕоу
50. Lynn Erickson 63,619 751 David Cohen
+ Percentage of Net to Gross.
в SPOTLIGHT AUGUST 2002 а WWWAILIFECOM

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

Mark Hancock Agency
* Contributed $100 to the North Central Indiana Labor Council's annual summer picnic.

© Donated $100 to the Teamsters Local 364 annual retirees picnic.
* Donated $525 to the Indiana Regional Council of Carpenters golf outing.
© Contributed $250 to the Central Indiana Labor Council's annual Labor Day parade.

Hughes-Parekh Agency
© Donated $500 to the South Carolina State Employee Association scholarship fund (see picture below.

Totals, s

Hughes-Parekh A geney:

OTHER DONATIONS

Mark Hancock Agency
+ Donated 30 boxes of food for the laid-off members of the Sheet Metal Workers Local 20.

Hughes-Parekh Agency
* Participated in a picket line strike at the Palmetto Bridge construction site (see picture below),

Hughes-Parekh И
UNFAIR LABOR

Agency

PRACTICE

STRIKE
PBC 44

CONGRATULATIONS!

Shawna King, the daughter of General Agent Richard Nye, won a $5,000 scholarship from the Howard Coughlin
Memorial Scholarship fund which is sponsored through OPEIU Local 277. Congratulations on this
distinguished honor.

SPOTLIGHT AUGUST 2002 = WWW.AILIFECOM

‘QUALIFIER AGENCY

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SPOTLIGHT AUGUST 2002 и WWW.AILIFECOM

July Production

Ft. Lauderdale, FL.

181 Year

SUPERVISING AGENTS

1, John McGrath

Rin

Month: $43,409 151 Vr. Gino Tanzi

3. Will

m Thompson

All Time Record to Beat

Month: $50,606 Net ALP Chad рейт

1. John McGrath. $32,309 $41,216 5 Melinda-Rae Lyse | Rick Altig
2, Jennifer Baron 29,327 38,882 92 2 William Соок Tom Williams
3. William Thompson 27,421 40,068 96 5 Gregory Partee Hancock-Boles.
4, Anthony Owens. 21,795 30,287 98 4 Henry Moran. Robert Patterson
5. Aaron Samples. 19,321 23,683 81 7 David Zophin Ed Orell.
YTD Production YTD: $142,726 18 УЕ Vladimir Opra YTD: $257 992 Net ALP Майти Opra
Name istYear | Ner | NG | ви | eise MGA SGA
Agent ALP Agents.
“1. Сату Smith $93,353 $139,962 97 5 Danny Mayorga. Tom Williams.
2. Edmundo Martinez 73,442 104,342 707 3 Christine Hartman | Cohen-Hartman
3. Tracy McNallan. 58,657 89,927 71 1 Wendell Bangs Rick Altig
4. Susan Schweitzer 51,658 95,907 81.1 2 Wendell Bangs Rick Altig
5. Ryan Hungate 49,348 104,827 87 2 John McCreary Furer-Whittinghill

‘Supervising Agent selection guidlines ог recognition in the Spotigt areas follows:

SPOTLIGHT AUGUST 2002 = WWWAILIFECOM

Must have one First Year Agent coded and meet all production requirements.

Edison, №]

July Production

Ft Lauderdale, FL.

GENERALAGENTS ——-

Month: $102403 1

4, Tracy Hi
Houston, TX

laden.

Elis, NJ

; 5, Lori Boynton

| Crystal, MN

st Yr Eric Neal
6 | Rtn

Month: $111,262 Net ALP Erle Neal
MGA SGA

Name ier | Net | м таг
Agents

1. Israel Pena. $65,177 $71,950 69.8 17 Danny Mayorga Tom Williams

2. Peter Hamm. 53,600 69,833 80.3 11 David Hausman Eric Giglione

3. Gregory Jeffers 45,561 60,116 95 7 David Hausman, Eric Giglione

4. Tracy Haden 44,547 60,891 887 T Kevin Pawlowski
5. Lori Boynton 37,098 37,098 9t 8 Jeff Churchfield Rick Altig

6. James Boucher 35,240 36,810 824 6 William Cook Tom Williams.

7. Emmanuelle Fantoli 32,058 41,433 92 6 David Irlye. David Cohen

8. Jim Bianchi 30,259 40,153 93 4 Paul Rumbuc Durhon Oldham
9. John Bulecza 29,930 38,600 649 7 Marc Zipper

10. Shannon Lee 29,192 40,813 92 5 James Logan Hughes-Parekh

YTD Production YTD: $4820 t Y Ei eal YTD: ЗЁМА ALP
Name ‘Ast Year Net NG | Rtn | #4st¥r MGA SGA
Agent | МР Agents

* 1. Israel Pena $273,537. $285,766 69.8 17 Danny Mayorga Tom Williams

* 2. Scott Geisel 177,958 201,091 70.1 6 Scott безе! Lisa D'Amico.
"3. Samuel James 169,843 227,771 70.2 8 Carolyn Wittenbach| Wittenbach-Ostrovsky
* 4. Peter Hamm. 129,670 169,454 80.3 11 David Hausman Eric Giglione

* 5. John Bulecza 115,785 177,197 64.9 ? James Peate Marc Zipper

6. Tracy Haden 114,899 146,101 887 TU Kevin Pawlowski
7. Jim Bianchi 109,408 187,429 93 4 Paul Rumbuc Durhon Oldham
8. Hal Herman. 108,166 157,976 75.3 4 Paul Rumbuc Durhon Oldham
9. Tod Brown 107,806. 145,362 774 4 William Heath Mark Hancock
10. Charles Rodriguez. 97,528 136,596. 84 4 William Cook Tom Williams

General Agent selection guidelines for recognition in the Spotlight are as follows: Must have two First Year Agents coded and meet al production requirements.

SPOTLIGHT AUGUST 202 = WWWAILIFECOM

MASTER GENERAL AGENTS

= 1 David Hausman

Edison, NJ

Edison, №]

9, Wilbur Smith
Redmond, WA

SPOTLIGHT AUGUST 2002 =

2. Paul Котис
Rochester, NY

Fairview Heights, IL

Ft. Lauderdale, FL

8, Melinds-Rae Lyse
Calgary, AB

Los Angeles, CA

WWWAILIFECOM

July Production

MASTER GENERAL AGENTS

All Time Record to Beat
Month: $236,811 Net ALP Ed Orell

1. David Hausman
2. Paul Rumbuc

3. Jeffrey Dinocento
4. Damon Hartley

5. Carolyn Wittenbach
6. Wiliam Cook

7. Vito Pecoraro

8. Melinda-Rae Lyse
9. Wilbur Smith
10, Lee Conti

11. James Logan
12. John McCreary
13. Robert Delesky
14. Doreen Ryan-Foli
15. David liye

16. Henry Moran
17. Steven Lee

18. Melanie Cohen
19, Eric Neal

20, Kevin Surles.

1. Paul Rumbuc.
2. Jeffrey Dinocento
3. Eric Neal

4. Wendell Bangs
5, David Hausman
б,
7.
8.
3.

. John McGreary

David Iriye

. Wiliam Cook

| Lee Conti
10. Steven Jakübczak
11. Doreen Ryan-Foti
12. Christine Hartman
13. Damon Hartley
14. Brandon Geneser
15. Robert Delesky
16. John Akers
17. Leanne Hughes
18. Steven Lee
19. Vito Pecoraro
20. Wilbur Smith

"st Yr.

Agent
$173,745
117,103
114013
108,084
98,925
97.875
83,000
80,957
80,170
79,536
73,298
72,383
72223
70,450
70,338
69514
67,650
66,567.
61,222

60,789

329,607
320,725

Net ALP.

$211,883
194778
152,964
110,204
99289
101,817
89,463
103,573
132,829
87,887

Month: $190,653 tst Yr Slav Bitman
NG Rin

29 | Erie Giglione
17 Durhon Oldham
21 Eric Giglione.
16 |. Geneser-Bitman
18 Wittenbach-Ostrovsky
18 Tom Williams
16 Eric Giglone ОХ
15 Rick Altig
9 Rick Altig
20 David Cohen.
15 Hughes-Parekh
20 Furer-Whittinghill
12 Eric Giglione
18 Jatoft-Foti
15 David Cohen.
13 Robert Patterson
3 | Aig-Martyn
9 Giglione-Brister
12 | Geneser-tman
в | Мом

Durhon Oldham

2 Eric Giglione

12 Geneser-Bitman
и Rick Altig
29 Eric Giglione.
20 Furer-Whittinghill
18 David Cohen

18 Tom Williams
20 David Cohen.

5 Scott Smith
18 Jatoft-Fot
12 Cohen-Hartman
16 Geneser-Bitman
13 Larry Geneser
12 Eric Giglione

6 Chris Latond
12 Eric Giglione
13 Altig-Martyn
16 Eric Giglione

3 Rick Altig

Master General Agent selection guidelines for recognition in the Spotlight are as follows: Must have four Fist Year Agents coded and meet al production requirements

SPOTLIGHT AUGUST 2000 = WWWAILIFECOM

Paul Rumbuc
$13,827

David Hausman
$13,626

Eric Neal

$9,507

Jeffrey Dinocento
$9,219

Carolyn Wiltenbach
$8,742

Henry Moran
$7,909
Melinda-Rae Lyse
$7,429

Russell Chang
$6,845

Bill Cook

$6,825

Damon Hartley
$6,500

Ronald VanWoesik
$6,263

Wendell Bangs
$6,185,

Wilbur Smith
$6,036

David пув
$5,951

Doreen Ryan-Foti
$5,671

Gregory Partee
$5,581

Roger Fung
$5,512

Brian Waller
$5,254

Rob Hay

$5,058

Brian Тавошау
$4,922

Steven Lee
$4,873

MANAGEMENT BONUS

Monthly Management Bonus
65 Percent and 70 Percent MGA Contracts
57.5 Percent GAs Coded Under MGA

July Bonus Qualifiers

Steve Foti
$4,855

Robert Delesky
$4,791

Dan Phillips
$4,592

John McCreary
$4,592
Theodore Pappas
$4044

Steven Greer
$3,987

James Logan
$3914

John Akers
$3,848

Eric Nichols
$3,785

Kevin Surles
$3,657

Bruce Hennick
$3,611

Steven Jakubezak
$3,351

Lee Conti
$3,338

зен Churchtield
53235
Christine Hartman
$3,087

Nickolay Gusev
$2,976
Lawrence Hauck
$2,904

Errol Doerr
$2,816

David Wang
$2717

Robert Biddle
$2,678
Blair-Schurr
92,623

Joseph Diecedue
$2610

James Peate
$2,584

Adam Kiss
$2,417

Mathew Hart
$2381

Marcellus Adams
$2,300

William Heath
$2,185

Byron Watson
$2,154

Jonathan Saluk
$2,154

DeMario Cooper
$2,136

Mahmoud Kenareh
$2,025

Patrick Shehan
$1,971

Peter Hamm
$1,587
Scott Baker
$1,530
Erik Graham
$1448
Dan Phillips
$1437

James Boucher
$1,354

Rajeev Arora
$1298

Gregory Jeffers
$1,160

Kevin Khadivian
$1,149

Marcus Smith
$1,109

Leanne Hughes
$1,097

Total $283,082

Steven Пани!
$1,064

Jim Bianchi

$1,009

Peter Novellino
$910

Yumiko Yamashita
$907

Matthew Wolfanger
$813

Joseph Ricci
$679
Samuel James
$663

Christopher Stephens
$622

Lori Boynton
$576

John Bulecza
$551

Lorena Barriere.
$540
Emmanuelle Fantoli
$535

Lisa Walker
$509

Hal Herman
$493

Kendra Roberts
$469

Zenotha Gardner
$459

Lawrence Ohms
$452

Deborah Peers
$446

Denise Gilbert
$413

Richard Cerra
$426

Linda Amante
$390

SPOTLIGHT AUGUST2000 в WWW.AILIFE.COM

Andrew Rossberg
$337

Shannon Lee
$334

Francisco Perez
$331

Dorian Oldham
$318

Lisa Donoghue
$316

Scott Blum

$307

Gary Clark

$307

Donavan Locklear
$302

Pamela Drury
$295

James Holloway
$283

Keith Zabrocki
$273

Charles Rodriguez
$273

Matthew Laird
$268

Dale Cavestany
$267

Charles Weber
$265

Lee Stradley
$263

Tod Brown

$100

Scott Georger
$95

INSIGHT

'The Reverse Side

Our business is the relationship business, and conflict is a
part of every relationship. Professionally, we deal with a
multitude of issues from simple misunderstandings in our
Agencies to perceived phone misrepresentations, There is
the occasional uninformed shop steward, or perhaps office
help, who does not quite understand why we need to see
their members, and even dissatisfied policyholders, This is
simply the nacure of our business.

As with all conflict there are many sides, and when it
comes to resolution, being able to see those other sides
goes a long way in reaching common ground.

+ We all have a personal responsibility in conflict. Iv is
important to admit fault in causing the conflict. Asa
leader it is important to create a safe environment for
problems to be brought out into the open.

Listening is as crucial as speaking. Listening to the
other side, and confirming you actually understand
takes practice. Pay attention to your listening blocks:
allow someone to speak, do not diffuse the situation
with a ready answer, do not deflect by changing the
subject or throwing the problem back on someone else,
and focus on what the other person is trying to say.

There is a Japanese proverb
which states, “The reverse
side also has a reverse side.”
In conflict, I see my side
clearly. However, seeing the
reverse side, or the other side,
is difficult. There are even
times when I just do not want
to see the other side. This is
simply human nature.

While teaching at the
Leadership Development

+ Empathize with the person
with whom you have a
conflict. If you have really

FROM THE DESK OF;

Denise Bowyer
Vice President &

National Director of

listened, you will have
empathy for the other sides?
perspective, even if only

slightly, Empathy is critical

Public Relations »
to fostering trust and coming

to а resolution.

“Originality consists not only in doing things «Remember both sidas.can:
differently, but also in doing things better.”

win, Find middle ground

— Edward С, Skediman | Where each side can walk

School, it became apparent to
me how little time I spend teaching about conflict
resolution. Yer, itis this basic skill which allows us to
have long-term relationships with organized labor and
helps us develop new relationships in emerging

markets. Inevitably, how we resolve conflict will be the
measure of our success in maintaining the third party
endorsements we are required to establish.

Whether you are a Producer, Manager, SGA, or PR.
Representative, we all play a Public Relations role in our
markets. From the newest Producer who is experiencing
the field for the first time, to a seasoned PR.
Representative who negotiates the relationship between
the Agency and the groups with which we work, each can
use these basic guidelines for resolving conflict:

away feeling they have gotten

something they need.

+ ИВ important to reach certain closure. ‘The ultimate
goal is to have both parties be sure of the outcome and
bring closure to the issue.

+ Humor can always help. Use humor when possible, it
brings perspective when nothing else will.

Each of us can use these simple techniques when it comes

to even the smallest conflict. Remember, the reverse side

also has a reverse side.

Lam committed to seeing my side clearly, learning to see

the reverse side, and finding some humor in the midst of

the resolution, My hope is each of you can do the same.

SPOTLIGHT AUGUST 2002 а WWWAILIFECOM 17

_STATE GENERAL AGENTS -

Eric Giglione

Category | JULY ае, YEAR TO DATE ИТ

1st Yr 1st Yr
| int [sorte] ДА нима [ve] wn [a

Net ALP

Erle Giglione 5168000 375 704 $3,170,814

Rick Alig Drs yp 468000 296 1590509 698 5,166,114 3,204,000 Е 8,152,874
Larry Geneser 237912 108000 220 331614 675 1822265 768000 250 2318011
Hancock-Boles 194292 96000 140 212598 689 720422 672,000 107 1,145,111
David Cohen 206747 15600 133 299483 744 1,304,545 1,020000 128 — 2073281
Scolt Smith 309088 240000 120 627039 672 2315608 1504000 152 — 3743973
Jatoft-Foli 171712 — 168,000 100 346900 703 945484 1,176,000 80 1,725,619

_ STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

Net ALP

$293,255 83
148,923
117,764

91,185
124,754
126,067

Wid Durhon Oldham
JULY PRODUCTION

:
ЕЕС

Durhon Oldham 8154949 572,000 215 5246591
Giglione-Brister. 187478 84000 164 159764 90
Hughes-Parekh. 116961 — 72000 — 162 — 142008 875

YEAR TO DATE PRODUCTION

ь Of

806 $1,063,037 5504000 211
384366 240000 160
517500 492000 105 692015

Rick Altig & Alan Martyn.

JULY PRODUCTION YEAR TO DATE PRODUCTION

ре А mr ooo | [sn va

$117,295 536000 326 — $136,080 689 $435,777 $252000 173 — $507057
50068 | 36000 139 85,643 698 265045 252000 105 ^ 483592

JULY ито

Category Ш

YEAR TO DATE PRODUCTION

1st Yr 1st Yr
Pz [oor] СОСЕ CET
Tom Williams $167,550. 279 — $223,046 $1,096,673 $420,000 261 $1,441,941
Marc Morton 90,206 ks e 150 114430 Cy 699379 420000 167 897,815
Mark Hancock. 82,989. 60,000 138 110,152 674 472929 420000 113 613,855
Cohen-Hartman. 62,033. 60,000 103 134,714 717 496,575 420,000 118 995,750

NEW STATE GENERAL AGENT

John Smolenski

John has been promoted to SGA in Ashland, Virginia. John was formerly a Master
General Agent out of Raleigh, North Carolina under Ali Shahrak and has partnered with
Ali in the Virginia area. He has been with AIL since July 1997.

Congratulations John!

SPOTLIGHT AUGUST 202 = WWWAILIFECOM

SPOTLIGHT AUGUST 2002 а WWWAILIFECOM

.PR REPRESENTATIVES

PR Manager PR Manager

PR REPRESENTATIVES

July Production
No. Cards

1. Debbie Enstedt
Debbie Enstedt f 2. Malka Arony
Winnipeg, MB. 3. Charles Hill

12,42
8,572
4891

Rick Altig
Cohen-Hartman
Jatoft-Foti

ҮТП Production
PR Manager No, Cards SGA
"1. Debbie Enstedt 110,142 | Rick Altig
*2. Malka Arony 33422 | Cohen-Hartman
3. Richard Meshulam | 27.412 | David Cohen

b
All Time PR Card Production Record

YTD: 61,879 cards Denise Bowyer

Category A No. Cards SGA

. Mario Soljan
Brenda Swecker.

y Br

2
3. Scott Douglass
4
5

Catherine Briggle

Malka Arony Catherine Briggle
Phoenix, AZ Phoenix, AZ
е PR Grou
25 groups Darrell Dorey

rod

Cohen-Hartman
Dennis Ishler
Steve Friedlander
Lisa D'Amico.

*2, Malka Arony
*3. Lydia Hovanski
4. Catherine Briggle

Cohen-Hartman
Allan Jennings
Cohen-Hartman
Mark Hancock

All Time PR Group Production Record
YTD: 330 groups Darrell Dorey

Category С.

‘ 1. Vivian Dwyer
1. Marjorie Wade
2. Darrell Dorey

2. Susan Fuldauer.

Category C:

No. Groups

Shahrak-Smolensti
Allan Jennings.
Ramin Kouladii
Mark Hancock
Ramin Кома

Category С No. Groups

^1. Darrell Dorey 400 Ramin Kouladji
*2. Richard Case 89 James Surace

^3. Joseph Ward 81 бепевег-Витап.
4. Kenneth Altizer 76 Marc Morton

5. Patti Morgan 65 | Schroeder & Basov

20 SPOTLIGHT AUGUST 2002 в WWWAILIFECOM

Vivian Dwyer. Marjorie Wade . Roy Jessome
Ashland, VA Birmingham, AL
Category А = SGA categories one and two. Category B = SGA categories three, four, five and six. Category C = Top number of contracts signed from all SGA

categories. Public Relations Manager selection guidelines for recognition in the Spotight are as follows: Must have two PR. Representatives coded and meet ай produc-
requirements.

SPOTLIGHTAUGUST 2002 я WWWAILIFECOM 21

PR BONUS

Robin Denha
Kenneth Altizer
Darrell Dorey
Rona Spano
Vivian Dwyer
Roy Jessome
Krissa Hensley
Malka Агопу
Marjorie Wade
Catherine Briggle
Robert Dailey
Richard Case
David Blaisdell
Linda Bauknecht-Hicks
Leo VanDenBussche
Eileen Hanson-Kelly
William Gibson
Brenda DiSomma
Timothy Farr
Anat Cohen
Мано Soljan
Palli Morgan
Molina.
Scott Douglass
James Tasker
Brenda Swecker
Laurie Onasch
Ayanna Prendergast
Terrie Hobson
ph Ward

Joseph Galusha
John Wilkinson.
Erin Mckee

Jenny Willlams
Rebecca Claunch
Erica Dalager
Goorge Farenthold
AI Wall.

David Floyd
Susan Fuldauer
Sandra Johnson
Charles Hill
Roger Johnson
Suzanne Powers.
Irene Rurycz

$23,128

SPOTLIGHT AUGUST 2002 в WWWAILIFECOM

JULY

LABOR ADVISORY BOARD

АП Labor Advisory Board Welcomes. . .

James A. Williams, General President of the
International Union of Painters and Allied Trades
(IUPAT), was unanimously elected to American
Income Life’s Labor Advisory Board earlier this year.
Mr. Williams, a third-generation IUPAT member,
brings 34 years of labor experience to this premier
advisory board.

James Williams was unanimously elected by the
IUPAT General Executive Board to the post of
general president in April of this усаг, Mr. Williams
was formerly the secretary-treasurer.

The International Union of

president of Local 252, Williams was then elected
business representative in 1976, and in 1978, he
became business manager. In June 1993, he was
appointed special trustee, and a year later he was
appointed to the post of general representatives, In
late 1994, Williams was elected general vice president
of the IUPAT, and in 1995, he was appointed general
secretary-treasurer.

‘As general secretary-treasurer, Mr. Williams
maintained the position of trustee on several pension
funds, including the IUPAT Industry Pension Fund,
which has 50,000 participants in the United States
and Canada, the IUPAT.

Painters and Allied Trades
(IUPAT), а union of
140,000-plus members,
represents men and women
painters, drywall finishers,
wallpaper hangers, glazier
and glass workers, and
many other allied trade
workers, The ОРАТ was
founded in 1887, and has a
tradition of providing a
collective voice for the

INTRODUCING:
James A. Williams Sta

International Union of
Painters & Allied Trades

“Truly profound and original insights are to be
found only in studying the exemplary.”

Local Union and District
Council Pension Fund, and
the IUPAT General Officers,
and Employees
Retirement and Pension
Fund. Mr, Williams held
this position until he was
elected general president
following the resignation of
Michacl Montoe.

Mr. Williams has been

General President,

— Warren Вела,

people they represent, and
а community for workers to share ideas and
solve problems.

Mr. Williams began his career in 1968 as an
apprentice with Glazier, Architectural Metal and
Glass Workers Local Union 252 in Philadelphia,
Pennsylvania. In 1969, he enlisted in the Army and
served as an infantryman in Vietnam.

Returning home a decorated soldier in 1971,
Williams completed his apprenticeship and began
working as a journeyman glazier. He took on the role
of shop steward in 1972, and in 1975 was elected

SPOTLIGHT AUGUST 2002

honored on many occasions
throughout his career for his contributions to various.
organizations. In 1982, he received the prestigious
UNICO Man of the Year Award, the Israeli Bond
Association honored him as Labor Man of the Year in
1990, and in 1992, he received the Vietnam Veterans
Labor Leader of the Year award.

James Williams brings a strategic knowledge of labor
operations to American Income’s Labor Advisory
Board. We are looking forward to a long partnership.
with Mr. Williams and the IUPAT.

Congratulatior

= WWWAILIFECOM 23

Raves Brenda Frizzell
Editor, Sponight Magaane

ре ai)
STARRING Qualifying AIL And NILICO Agents ^ DIRECTED BY Roger Sn
Е

(Ани ТЕРЕ
FILM PRODUCTIONS Starts June 12-15, 2003 NONSTOP AG

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